Your Negotiating Strategy

Share on

What's more important in the negotiation process...people or issues?  You be the judge while we look at each.

- The domineering auto dealership owner who will only allow you 3 minutes to present your ROI calculations? 

- The influencing marketing VP who only wants to talk about the chamber mixer. 

- The steady and safe furniture store owner who's focused on keeping the company going so the children can stay in the business. 

- Or is it the chief financial officer who wants a few more weeks to run through those numbers just one more time.

You may have recognized the four personality styles that are represented in the DiSC model.  Research has clearly demonstrated that personality style is a large factor in communication.  Reviewing the four examples given above, you will note four styles:   Dominance, Influence, Steadiness and Conscientious patterns.  One or more will appeal to your counterpart than another.  Typically, your predominant style will align itself with the style you find most comfortable to work with.  Isn't that why we fall into the age old habit of hiring people that are most like us?  We communicate and can relate better to them.

If negotiation is the process of influencing someone to agree with your position, then we should be experts at communication and personality styles.  As much as being the experts on the facts surrounding our product or position.

Get your facts straight and support your position with as much credible third party data as possible.  The internet and networking can provide plenty of data, but don't overdo it.  Some personality styles you're dealing with won't or can't listen.  It's because they are just wired to work their way.

Adaptive skills are the ability to understand one's own predominant personality style, our ability to identify the style of our counterpart (to include organizational culture) and then activating our ability to adapt to their style.  Not forever, but for the time necessary to build and maintain a level of trust.  Only to the level that eliminates distraction.

Steven MR Covey (The Speed of Trust) stresses the dividends paid and the multiplier effect of trust in the business and personal world.  More complex than just personality style, it clearly inclusive of our ability to connect (communicate) with our counterparts in negotiation.

Even your Profile XT can help you negotiate and hire better.  Remember, understand your own strengths, understand those of your counterpart and then adapt.

For more information call Jon @ 830-997-5110 or Jon@LucePerformanceGroup.com